I was asked to join a call today by one of my colleagues. His thinking was I have greater industry experience and this would help demonstrate our value more quickly. After the introduction I asked a couple questions using “jargon” from the industry. As a result the prospect opened up, became less resistance and began to trust us.
Flipping trust around “we” needed to trust each other’s abilities to make this work. The first decision my colleague made was that help was available. How often does this happen in your sales organization? I suspect not enough. The harder decision, asking for the help requires you to put down your ego, even less likely for salespeople.
How often do your salespeople decide to ask for help early in the pocess and do so? Are they leveraging each other’s knowledge and skills for the benefit of the client or prospect?
Salespeople have differing styles and skills. They approach discovery in varied ways and ask different questions based on what they hear. Some stay big picture and others are masters of the details. How they push back on prospects and challenge what they hear also varies.
As a sales leader why wouldn’t you want to harness this for the good of the client and your company? The obvious answer is you wouldn’t and yet what are the rules and expectations for team selling?
I suggest that you take inventory using these guidelines.
- Who has what industry experience?
- Who has which skills exist from a bonding and rapport perspective?
- Who’s better at uncovering and developing compelling reasons?
- Who’s better at keeping the discussion big picture and finding details?
- Who’s more effective at challenging a prospect and pushing back?
- Who has more patience and can go with the flow better?
There are many reasons for doing this. It will help you develop better coaching plans. You can use people’s expertise to demonstrate best practices. Urgency and Motivation can be influenced by engaging people to help each other. Healthy competition can be fostered and a greater sense of team can be cultivated.
This doesn’t have to limited to your sales organization. Including your technical resources and senior management will broaden the base, increase people’s insight into how and where people can help and break down some of the us vs. them thinking.